Many HEIs are striving to become more enterprising, commercially focused and to increase their income.
Our Business Development and Enterprise Masterclasses, designed to support change and improvement in practice, cover all aspects of business development from strategic planning to delivering and managing new relationships with employers and external organisations.

And to reflect the growth in activity in the area, and in response to feedback from our clients, we have revised our list to:

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Developing Commercial Enterprise: Workshops and Walkthroughs

Bibby Rumbelow Ltd is an established training and organisational development provider that specialises in programmes and solutions for staff in Higher Education. We have now extended our successful Masterclass range with the new and innovative Workshop and Walkthrough series which is designed specifically to introduce you to new ideas, skills and approaches and provide you with expert help after the workshop to assist you in implementing and applying the learning in the workplace.

Developing Commercial Enterprise Workshop and Walkthroughs are aimed at all levels of academic and professional services staff in universities involved in the leadership, management, development or delivery of commercial enterprise activity and they are designed specifically to help you:

  • Overcome barriers to undertaking successful and sustainable enterprise including cultural, operational and skills related
  • Launch and establish enterprise activity
  • Improve your current performance and returns from enterprise
  • Build the confidence of your staff in relation to the management and delivery of enterprise

How Walkthrough works – a case study

Bibby Rumbelow delivered a Masterclass on accrediting existing employer provision. A Head of Department attended the Masterclass and noted that she had an SL and PL who had been asked by companies with whom they already had contact whether the university could accredit their in–house qualifications. The academics were not sure how to proceed and discussions had stalled.

The Masterclass tutor was able to walk through the process that the academics needed to follow to progress decisions about accreditation. She offered advice on judgements about credit value and level, deciding on how much time the accreditation would take (and therefore how much the service should be priced at) and negotiating with internal departments such as registry, contracts and finance. She then coached them through each stage of the process providing quick, responsive support and leaving them confident to work with future clients on their own.

The Walkthrough

  • provided staff with the immediate support and confidence they needed to help them proceed
  • increased the efficiency and professionalism with which the opportunity was fulfilled
  • offered significant risk reduction for the Faculty and Institution

Q. How is the Walkthrough time allocated?

A. Once the Workshop element has been delivered we discuss with the commissioner/ purchaser of the Masterclass how best to use the Walkthrough time. It can be used on a specific project, with a team, or with an individual member of staff.

Developing Commercial Enterprise Workshop and Walkthrough available:


Identifying and developing enterprise capability in staff; how to manage and integrate enterprise activity into existing commitment; supporting enterprising staff. Note: this workshop is for senior managers and team leaders and it will be customised to meet your specific needs.


Building from existing departmental strengths; identifying opportunity; how small scale initial contacts can be developed; preparing to develop enterprise in the faculty or department


Techniques for developing enterprise activities with external organisations; sales and negotiation; maintaining effective relationships /collaborative working with employers; generating repeat business.


Understanding employer expectations of university systems including quality assurance, finance and assessment, data and information; developing the academic role in ensuring a customer focused experience for employer clients in all contact with the Faculty

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• Formal staff development sessions
• Online learning packages
• Individual mentoring and coaching
• Consultancy
• Professional expertise
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• Business planning
• Market research
• Benchmarked target setting for enterprise or research
• Development and production of strategy and operational plans
• Bid writing
• Business development including sale sales and opportunity generation
• IP and contracts management
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